Ryan Holmes

We wanted to be a tool for businesses.

It wasn't a consumer play.

A lot of products we see out there are consumer plays, and they don't really have a path to monetization.

Their model is to get acquired.

That wasn't us.

Our model was to build a cash-generating, revenue-generating business.

So we continued to move on.

A big chunk of the fundraising that we did do was for secondary liquidity for early investors.

And so we changed out investors.

But in terms of where the business has gone, we've been able to build a great cashflow positive business.

uh not not particularly if we think about it like a flywheel model um uh tomas from red point wrote a great piece a little while ago on flywheel uh for those of your listeners who know what it is great those of you that don't go check it out it basically is that all of our leads are generated through our freemium signups our pro signups for our self-serve signups

They come in through those channels.

So we get 30,000 signups a day.

And we look through those signups to see who we can help out, who maybe signed up for a free product.

They're kind of kicking the tires.

They're learning about what we do.

And where should we be having conversations?

And so we think about it as a continuum, not as a hard process.

bucketed line around self-serve versus, uh, versus enterprise.

Yeah, we're absolutely able to do that.